A former out of home sales executive had this comment on Kevin Gephart’s How Out of Home Companies Pay Sales Employees.
As a former Account Executive and Manager billing collections is the “be all” best way to pay commissions. The down side was that of recent reward. An account executive performing at an impressive sale level may not see the financial benefits for 90-120 days. If a car salesman needs money he can help himself by buckling down that week, that day! I’d always wanted to devise a structure that could include elements of both. A satisfying sense of urgency to close. And the incentive to shepherd the health of an account over the long run. A plan that is equitable and success based for both parties
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